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dc.contributor.authorSanakulov, Nodir
dc.contributor.authorKalliomaa, Sami
dc.contributor.authorKarjaluoto, Heikki
dc.date.accessioned2018-09-13T04:58:45Z
dc.date.available2018-09-13T04:58:45Z
dc.date.issued2018
dc.identifier.citationSanakulov, N., Kalliomaa, S., & Karjaluoto, H. (2018). Salesperson adoption and usage of mobile sales configuration tools. <i>Journal of Systems and Information Technology</i>, <i>20</i>(2), 168-190. <a href="https://doi.org/10.1108/jsit-09-2017-0073" target="_blank">https://doi.org/10.1108/jsit-09-2017-0073</a>
dc.identifier.otherCONVID_28055936
dc.identifier.otherTUTKAID_77656
dc.identifier.urihttps://jyx.jyu.fi/handle/123456789/59491
dc.description.abstractPurpose The purpose of this paper is to examine salespersons’ adoption and usage of mobile sales configuration tools (MSCT) and to identify areas for further development in this realm. Another objective is to offer a conceptualization of MSCT adoption. Design/methodology/approach For this purpose, a qualitative case study approach was selected as the research method to better understand acceptance of a mobile configuration tool used by business-to-business (B2B) salespersons. Primary data were collected through semi-structured interviews, which included a series of open-ended questions to gain more detailed and contextual data. Findings The results obtained from the interviews indicated several important determinants of adoption of sales configuration tools, and three different personal innovativeness types were identified. Research limitations/implications The current study has certain limitations that should be considered in future studies. First, the results of this study cannot be generalized in other contexts because of small number of participants (nine salespersons) included. Second, social desirability might have affected the results in a way that caused the salespersons to have been tempted to talk positively about MSCT. Practical implications Based on the findings several suggestions for managers and software developers are made such as further technical development of MSCT, development of common sales routine for all salespersons, mentoring new salespersons and establishing social media channels for salesperson to interact with each, share experience/knowledge. Originality/value Current paper can serve as pathway toward understanding of MSCT adoption and usage as it opens new avenues as a source of hypotheses for a quantitative analysis of certain phenomena such as the correlation between MSCT usage and sales performance.fi
dc.format.mimetypeapplication/pdf
dc.language.isoeng
dc.publisherEmerald Publishing Limited
dc.relation.ispartofseriesJournal of Systems and Information Technology
dc.rightsIn Copyright
dc.subject.othermobliililaitteet
dc.subject.othersales force automation
dc.subject.otherB2B sales
dc.subject.othermobile sales adoption
dc.subject.otherqualitativeion tools
dc.titleSalesperson adoption and usage of mobile sales configuration tools
dc.typearticle
dc.identifier.urnURN:NBN:fi:jyu-201808233925
dc.contributor.laitosKauppakorkeakoulufi
dc.contributor.laitosSchool of Business and Economicsen
dc.contributor.oppiaineMarkkinointifi
dc.contributor.oppiaineMarketingen
dc.type.urihttp://purl.org/eprint/type/JournalArticle
dc.date.updated2018-08-23T12:15:10Z
dc.description.reviewstatuspeerReviewed
dc.format.pagerange168-190
dc.relation.issn1328-7265
dc.relation.numberinseries2
dc.relation.volume20
dc.type.versionacceptedVersion
dc.rights.copyright© Emerald Publishing Limited 2018
dc.rights.accesslevelopenAccessfi
dc.subject.ysomyynti
dc.subject.ysoyritysmyynti
dc.subject.ysomobiilimarkkinointi
dc.subject.ysomenekki
dc.format.contentfulltext
jyx.subject.urihttp://www.yso.fi/onto/yso/p15269
jyx.subject.urihttp://www.yso.fi/onto/yso/p25650
jyx.subject.urihttp://www.yso.fi/onto/yso/p23941
jyx.subject.urihttp://www.yso.fi/onto/yso/p9922
dc.rights.urlhttp://rightsstatements.org/page/InC/1.0/?language=en
dc.relation.doi10.1108/jsit-09-2017-0073


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